Category Archives: Sales Skills

Don’t die wondering, the real secret to sales success – Part II of II: the person

knowledge-skills-mindset

How many times have we all been tempted to click on a link that offers us ‘the secret of sales success’ only to find a website or article that is promising a silver bullet ‘if only you do this one thing’ which doesn’t help us at all? As I mentioned last week, the business of […]

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Don’t die wondering, the real secret to sales success – Part I of II: the business

purposeful sales system

I know, I know, I know. How many times have we seen the ‘Secrets to Sales Success’ plastered over the internet only to be left disappointed? Usually, these ‘secrets’, once you look into them, either leave you feeling duped because of the unethical biases they take, or you are left with lots of little bits […]

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Sales Trend 9 – Learning Agility

BarrettSalesTrends2017-Trend9-Learning-Agility

Sales trend 9 from our 12 Sales Trends Report for 2017 explores how salespeople can navigate the difficult situation of being in a complex sales environment and the need to simplify things for their clients. Salespeople traditionally find themselves in conflicting spaces. A classic situation is the challenge to bring the diverging interests of clients […]

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No Pain, No Change = No Sale

no-pain-no-change

Recently I wrote about wanting to tell clients what to do and why we couldn’t even if we know better. The premise was that what may seem so obvious to us may not be obvious to the client or on their agenda at all. Why? Simply put, if the client or prospect does not perceive […]

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Why I want to tell you what to do, but I won’t, even if I know better

Why-I-want-to-tell-you-what-to-do-but-I-will-not-even-if-I-know-better

We’ve all been there How many times do we want to tell our clients what to do? After only a few sentences uttered by them we, of course, know immediately what their issue is. We’ve seen it 10s or 100s of times before. It seems so obvious to us what they should do. “If only […]

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Solution versus Product Selling

product-versus-solution-selling

Today it is almost impossible to meet a product salesperson in the business-to-business sector. Everyone sells ‘solutions’ hoping they can charge a premium or perform some miracle that will instantly differentiate them from their competitors. And management – often ignorant of the subtle differences between selling products or services and selling solutions – become frustrated […]

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Getting prospects to talk to you

prospecting-attract-new-customers-for-your-busines

Do you take time to really think about why you are calling a prospect or a client?  Do you reflect on how effective you have been post the call? Making prospecting calls to new prospects and existing clients is still one of the most important sales and business development activities you can do on a […]

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The difference between Cheap & Frugal Customers & how to deal with them

Today, many clients whether they are B2B (business) or B2C (consumer) are looking to save money. Why? Times are uncertain, markets and demographics are shifting, there is a wide variety of choice, and it’s much easier for buyers to make product comparisons and compare prices. It is said that we are currently under the influence […]

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Sales Trend 6 – The Sales Curator™

12-sales-trends-2016-trend-six-the-sales-curator

Sales Trend 6 from the Barrett 12 Sales Trends for 2016 Report is ‘The Sales Curator™’. A new sales capability is required in this information overloaded world. No longer are salespeople seen as the purveyors of information they once were in the 20th century, 21st century salespeople now need to be experts at sifting and […]

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Why everybody benefits from knowing how to prospect

Attract New Customers Business

Every business needs to prospect for new clients and customers, even non salespeople often need to reignite past business relationships and form new ones, internally or externally. You don’t need to be the primary salesperson or business development manager to be required to prospect well. Any call you make to another person whose attention you […]

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